Please do not immediately lower your price…when you get this objection an opportunity has been created for you to better understand the client’s perspective. An approach to learning about why you got this objection and how you might respond… Price is high compared to ? Price is always relative…meaning, what are they comparing your price […]
Tag: #increasesales
Who is your competition?
Competitors can come in all shapes and sizes. Large opportunities you pursue may attract a variety of competitors and a larger number of them than you are used to seeing. Some ways you can think about different kinds of competitors: Better understanding your competition can inform your strategy and minimize surprises! Feel free to contact […]
Deals getting close…not closing?
The client is seeing value in your solution, maybe they have mentioned they “would like to partner”…but they have some reason they want to wait…so you feel like the deal is stuck. How do you proceed? How do you get the deal moving again and closed? What is the customer saying? There are many ways […]
Build client relationships near the holidays
Key contacts at your prospects/clients are naturally changing their mindset toward friends and family as we approach the holidays. What happens? This creates opportunities for you to connect with clients! Figure out how you can help Be PROACTIVE in identifying what they are trying to get done before the end of the year. Even if […]
When to present pricing
Clients push for pricing because that is their basis of comparison. Have you presented pricing too early and regretted it? Here is a process that will help best position what you are offering… Wait! Try to not immediately respond to that pressure. Solution Overview Before answering a client pushing for pricing, take them thru a […]
Customer delays decision, now what?
Most of the time (maybe not in all cases) you do NOT want to completely stop your pursuit and try to reconnect with the customer closer to their decision timeframe…this approach will not help your chance of closing a deal. Thoughts on how to approach this situation… Identify reason for delay Connect with your “inside […]
Get customers to commit to a next step!
How many meetings with customers have you left where there was no agreement on the next call or meeting date? How often after meetings are you saying “I wish I had asked for (A DESIRED NEXT STEP)”? How to ensure getting agreement on a next step happens more frequently… First…be sure to understand your customer […]
Before hiring your 1st Sales Rep…
If selling is new and/or uncomfortable for you, immediately hiring a sales rep may not be the right move for your company. Many CEOs/Founders of small companies have hired sales reps that did not work out. Ideas on what to do BEFORE hiring a sales rep… Enhance your comfort/confidence with selling CEOs of small companies […]
Clients delaying scheduling meetings?
I wish there were quick and easy answers on this topic. Suggestions you might find on the internet to, for example, offer a time limit on special pricing (and other similar tactics) sometimes do not motivate customers. Attempting this approach can undermine trust you have worked hard to build. The answers to how to create […]
How a pipeline helps you sell more
Why is having a pipeline to track opportunities important? You are likely juggling priorities, making selling one of many responsibilities. This could help make the most of the time you invest in selling. Value of a pipeline The idea is to get you thinking about these opportunities. Having key information on one page can be […]